Account Manager - Corporate Subscriptions, Applied Research Intelligence
About the role
The Corporate Subscription team in Wiley's Applied Research Intelligence group is seeking a strategic sales professional responsible for helping the world's most research-intensive companies build AI-ready knowledge infrastructure using peer-reviewed scientific content. This role focuses on managing key corporate accounts spanning multiple industries while developing new business opportunities.
Primary Responsibilities
Strategic Account Management: Develop and implement effective territory sales plans to consistently meet and exceed revenue targets, uncover customer needs and create and maintain a network of stakeholder relationships across several personas. Build comprehensive account strategies that identify cross-sell and upsell opportunities to grow account revenue. Manage existing account relationships while prospecting for new business opportunities. Identify key account stakeholders and implement strategies to grow and expand relationships. Create data-driven strategies to successfully reach new business opportunities.
Sales Process & Negotiation: Apply a structured solution selling methodology — including rigorous discovery, business case development, and multi-threaded stakeholder management — to progress complex deals from qualification through close. Build compelling commercial proposals that connect the customer's AI or research workflow challenge to a specific Wiley solution, with clear articulation of ROI and risk mitigation. Execute data-driven negotiation processes and facilitate conversations to drive stakeholder consensus. Demonstrate skilled negotiation abilities to close business by utilizing solutions from across the product portfolio. Forecast and effectively manage pipeline in CRM systems, following established sales processes. Analyze data to support successful agreement outcomes.
Customer Relationship Management: Act as the primary point of contact for assigned accounts and clients. Maintain regular contact with clients to understand their goals and objectives. Use a consultative and value selling approach to suggest appropriate solutions. Proactively seek to understand customers' needs and develop proposals accordingly. Partner with Customer Success to ensure customers derive measurable value from Wiley collaboration. Deliver exceptional customer service, consistently exceeding customer expectations.
Market & Customer Intelligence: Complete in-depth customer research, leveraging various sources to understand customer needs. Seek out market insights and trends to inform sales strategies. Use research to tailor outreach and plan for customer meetings. Stay current on competitor sales and licensing approaches. Represent Wiley at targeted industry conferences and customer events. Stay up-to-date with new trends in the industry.
Cross-Functional Collaboration: Work with cross-functional teams (Marketing, Product, Customer Success) to develop complex solutions, including bespoke solutions where standard offerings require adaptation. Ability to deliver high-stakes presentations to drive value message while addressing customer needs and budget concerns. Communicate with legal on consistent basis to unlock workstreams to move agreements through proper stages. Demonstrate high attention to detail when completing projects. Contribute and share insights and ideas with team members and other internal stakeholders. Exhibit strong leadership with sales and marketing colleagues.
Experience Qualifications
3+ years of B2B sales experience, with demonstrable success selling complex, multi-stakeholder solutions to corporate clients in a research-intensive sector (pharma, biotech, chemicals, engineering, or adjacent).
Proven track record selling to corporate clients, particularly in research-intensive industries.
Proven experience in account management and business development.
Proven record of strong sales results against quarterly and annual targets.
Background in management consulting, scientific advisory, or a customer-facing solutions architect role where diagnosing complex organizational problems preceded any commercial recommendation is desirable.
Skills & Abilities
Ability to self-motivate and work on own initiative and/or as part of a team.
Creative and innovative thinking with ability to embrace change.
Strategic perspective that goes beyond short-term gains.
Problem-solving ability to manage complex sales processes.
Strong interpersonal and communication skills.
Ability to confidently communicate and present internally and externally.
Sales-oriented mindset to achieve financial targets.
Willingness to travel (up to 30%).